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26. Sales Performance Management – Exzellenz im CRM mit digitalen Steuerungskonzepten

  • 2020
  • OriginalPaper
  • Chapter
Published in:
Author
Mario Pufahl
Published in
CRM goes digital
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Dieser Beitrag erläutert, was ein erfolgreiches Sales Performance Management umfasst, warum es für eine ganzheitliche digitale CRM-Strategie notwendig ist und was dafür insbesondere fachlich und technologisch erforderlich ist. Fachlich legt er dabei den Fokus auf eine im Vertrieb praxisbewährte Methodik mit den Dimensionen Strategie, Organisation, Controlling und Personal. Ein wichtiger Erfolgsfaktor des digitalen CRM ist heute das Change Management, um die digitale Transformation im gesamten Unternehmen zu motivieren. Das Konzept des „Digital Workplace for Sales“ stellt einen fachlichen und technologischen digitalen Arbeitsplatz für Vertriebsmanager und -mitarbeiter mittels modernen CRM-Cloud-Plattformen, Business Intelligence und Artificial-Intelligence-Lösungen dar, der die notwendigen fachlichen Anforderungen mittels CRM digitalisiert, um Prozesseffizienzen und -intelligenzen zu erschließen.
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previous chapter Agile Entwicklung im digitalen CRM – Kundenziele, Geschäftsanforderungen und technische Umsetzung ganzheitlich realisieren
next chapter Performance Management – Führung im digitalen Wandel
Title
Sales Performance Management – Exzellenz im CRM mit digitalen Steuerungskonzepten
Author
Mario Pufahl
Copyright Year
2020
Book
CRM goes digital

Print ISBN: 978-3-658-27015-5

Electronic ISBN: 978-3-658-27016-2

Copyright Year: 2020

DOI
https://doi.org/10.1007/978-3-658-27016-2_26
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